Tibor Shanto

AUGUST 10, 2021

But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Your Swiss Sales Knife. Giving you room to rethink which questions we use to get the appointment, and which to move a sale forward. By Tibor Shanto. Questions For More Than Info.

Appointment 274

Appointment Quota Prospecting Education 274

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Martech

DECEMBER 27, 2023

No wonder many companies go for automation. Even if you go this way, mind that it’s important to keep a human touch in your marketing and sales communications while optimizing your processes. That said, it’s a good time to go over five basic steps to automate routine tasks and which can boost engagement with your leads.

Follow-up 125

Follow-up Contact Trust CRM 125

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Their hope in sharing this model is to help fellow revenue professionals grow their businesses similarly.

Go To Market 90

Go To Market Territory Technique A/B testing 90

Martech

FEBRUARY 8, 2024

Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? SQLs (Sales Qualified Leads). SALs (Sales Accepted Leads). Marketing/sales alignment was never better. That kind of tracking is going away. (I It was the early aughts. MQLs (Marketing Qualified Leads).

B2B 110

B2B Technology Technology Pipeline 110

Partners in Excellence

MARCH 14, 2024

” Surviving Tough Times, Things We Have Learned (early 2001 version) The past year has created new professional and personal challenges. Keep it simple, go back to the basics. In implementing sales, marketing, and customer service strategies, go back to the fundamentals, execute them with perfection. Speed counts.

Objectives and Key Results 116

Objectives and Key Results Clients Drivers/motivators Start-ups 116

The Lost Book of Sales

JANUARY 31, 2024

In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to begin.

Sports 105

Sports Drivers/motivators Clients Contract 105

SaaStr

JUNE 16, 2023

Dear SaaStr: How Many Sales Reps Do I Need? You can back into how many sales reps you’ll need in SaaS. Your VPs and Directors of Sales and sales ops and rev ops leaders and sales engineers are cost centers here. Assume 1 sales manager for each 8 sales professionals. 60% is OK, too. Perhaps not.

Quota 106

Quota Sales Closing Networking 106

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. I grew up in a family of professionals. Sales is a combination of the two disciplines.

Sell 73

Sell Retail Cold Call Commission 73

Hubspot

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in.

Meeting 72

Meeting Drivers/motivators Sales Represent 72

SaaStr

SEPTEMBER 19, 2023

Many believe this is the bottom, and over time, things will go up. The actual numbers might not be as bad as the graph shows, but companies that will need to go out and raise from external investors within the next 12 months will need to grow much faster to counter the effect of a multiple decline. You don’t want to be there.

Profit margin 105

Profit margin GTM Price Growth 105

Sales Gravy

AUGUST 27, 2022

Go the extra mile; make them never be able to imagine what life without you there would be like. No Mercy for Anchors The good news for you and sales professionals everywhere is that most organizations and their leaders are smart. Businesses cannot survive without a steady stream of new sales and loyal customers.

Commission 115

Commission Pipeline Follow-up Up-sell 115

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. If you make your customers somewhat successful, you’re going to get 112% revenue retention each year. That will eventually go away because that excess capacity will be gone. The world has changed.

Customers 104

Customers GTM Growth Clients 104

Search Engine Land

JANUARY 26, 2024

The churn rate for professional services is 27%, per a Customer Gauge report. While professional services is a larger category than search agency work, turnover is likewise inevitable. or before you go to sleep? We often request to talk to the sales and customer support teams. Winning is great, but you never only win.

Clients 91

Clients Referrals Trust Pitch 91

Understanding the Sales Force

APRIL 1, 2024

As someone who for thirty-eight years has led a global sales consultancy specializing in sales, sales management and sales leadership training, I can use the same words to describe people “who belong” to the sales profession. They should be reading about sales. No, of course it wasn’t.

Consult 62

Consult Up-sell Service Sell 62

Search Engine Land

DECEMBER 13, 2023

I did some research and found that during the early days of the pandemic, behavioral health professionals were going to Instagram and TikTok to share helpful information about how to handle depression during the lockdown. SERP features come and go all the time. Topics are entities that may encompass multiple search terms.

CTR 121

CTR Niche B2B Service 121

Salesforce

MAY 23, 2023

For the third year in a row, I had tanked at my sales job at Salesforce. This was 2016, the year I almost quit sales. I reached out to mentors, hired a coach, and took a rigorous sales training course. My sales had never been better. I thought I had to fix my sales. Is this deal going to close?

Quota 98

Quota Negotiate Commission Sales 98

Partners in Excellence

MARCH 22, 2024

Why I’m Interested in Selling: An MBA finance professor of mine stood on the first day of class and said, “for any taking finance courses as a way to avoid selling I have news for you, every job is a sales job – get used to it.” I’d been in sales. I went back for an MBA to get away from sales. I was going for a 10.

Sell 77

Sell Construction Finance Up-sell 77

Closing Bigger

JUNE 22, 2022

This sales podcast episode is focused on how B2B sellers can plug the most common holes in their sales pipeline. When I am working with sales teams part of my sales training and sales enablement process involves getting out in the field and helping individual salespeople build their sales strategy.

Pipeline 98

Pipeline B2B Sales Follow-up 98

The 5% Institute

OCTOBER 21, 2022

Pitching sales is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering sales pitches can mean the difference between closing the sale – and breaking rapport and starting all over again. Pitching Sales – Presenting The Right Way. Deliver their sales pitch.

Pitch 136

Pitch Presentation Sales Clients 136

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! When you track where the money is going, you can prepare for unexpected events and pivot when necessary. To Sell, You Have to Take Action As a sales professional, you face a simple choice.

Prospecting 85

Prospecting Strategic planning Referrals Strategize 85

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. Known as having the “biggest crystal ball in B2B sales,”.

B2B 121

B2B Sales Presentation Clients 121

The 5% Institute

FEBRUARY 22, 2022

In this article, you’ll learn our six proven and effective sales tips for outbound sales calls. Outbound sales calls can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Tip #3 – The Actual Call.

Cold Call 144

Cold Call Pitch Sales Clients 144

The 5% Institute

NOVEMBER 18, 2021

Although sales can be an excellent career choice; there will be times when it can be quite difficult. You may be asking why can’t I sell if you’re going through a bit of a sales slump. We’ll cover the reasons as to why Sales Professionals and Business Owners can struggle with sales, and what you can do to fix it.

Sell 145

Sell Objectives and Key Results Clients Up-sell 145

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Salesforce

JANUARY 3, 2024

As a sales professional, you don’t have to coerce or pressure. That begins with your sales pitch. What you’ll learn: What is a sales pitch? Why are sales pitches important? What are the core elements of a sales pitch? What are the types of sales pitches? Why are sales pitches important?

Pitch 109

Pitch Sales Prospecting Clients 109

Hubspot

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sometimes, the insight you get can help you shape more sound, thoughtful sales efforts — giving you a framework to help you better understand your prospects and how to cater to them. And you're in sales?

Objectives and Key Results 59

Objectives and Key Results Territory Sales Entertainment 59

Adaptive Business Services

APRIL 10, 2024

I’ve been in sales all of my life and I confess that I barely understand the changes to my profession that people are discussing on LinkedIn and other places on the web. I was a fairly early adopter of CRM (late 80’s) but have since avoided most sales enablement tools. The post Am I a Sales Luddite? Either way … count me out.

CRM 71

CRM Sales Technology Technology 71

The 5% Institute

NOVEMBER 9, 2022

If you’re in sales, you’ll eventually come across a gridlock situation – this is where these negotiation strategies and tactics can play a hand and create a win, win situation. In this article, we’ll share ten negotiation strategies and tactics to help you close more sales, in a consultative and non-pushy way. 1 – Qualify Early.

Negotiate 137

Negotiate Objectives and Key Results Presentation Technique 137

SaaStr

SEPTEMBER 13, 2023

Is everything going to be focused on AI? Co-pilots — Co-pilots are where startups and founders can do new things that big companies won’t go after. Sacks believes there will be a co-pilot for every professional job category and also horizontal job functions like marketing and sales. Seed is no longer a bargain.

Finance 93

Finance Up-sell Contract B2B 93

Partners in Excellence

MARCH 9, 2024

At the time, he was running sales and Germany, later ran sales in EMEA. Throughout all my professional life it never felt like “selling” or “following a career plan”. Joe was very eager improving target market/customer sales. Preface: Klaus Leutbecher and I met in the early 90’s when I was at Keithley Instruments.

Electrical Engineering 73

Electrical Engineering Sell Electricity Manufacturing 73

Salesforce

MAY 4, 2023

When we launched the Salesblazer Community , we knew we needed a character to represent the largest and most successful community for sales professionals of all stripes — someone to be your champion. Dig in to learn a bit more about Zig, and how she can help you navigate the ever-changing world of sales. Meet Zig the Zebra.

Meeting 98

Meeting Sports Strategize Quota 98

The 5% Institute

AUGUST 3, 2021

In this article, you’ll learn our six proven and effective sales techniques for cold calling. Cold calling does have a bit of a bad reputation; but this is because Sales Professionals don’t know how to use it effectively. Sales Techniques For Cold Calling – 6 x For Max Results. Tip #3 – The Call.

Cold Call 145

Cold Call Technique Pitch Sales 145

The 5% Institute

AUGUST 8, 2021

In this article, you’ll learn our six proven and effective sales tips for B2B cold calling. B2B cold calling does have a bit of a bad reputation; but this is because Sales Professionals don’t know how to use it effectively. B2B Cold Calling – Tips For Sales Effectiveness. B2B Cold Calling Tip #2 – Don’t Pitch Right Away.

Cold Call 145

Cold Call B2B Technique Pitch 145

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 88

GTM Contract Represent CRM 88

Heinz Marketing

FEBRUARY 4, 2021

I was honored recently to be a part of another great RevTech Summit 2021 , an online summit for marketing and sales professionals who want to set themselves up for success in 2021; hosted by ChatFunnels. Selling channels traditionally, getting in front of doing traditional sales calls has not come back.

Negotiate 139

Negotiate Cross-sell Prospecting Up-sell 139

The 5% Institute

NOVEMBER 3, 2021

Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll go through our recommended cold calling process, to help you win more sales. Before we go through the cold calling process, it’s important to learn and define what cold calling actually is. Qualifying them for a sale.

Cold Call 145

Cold Call Process Objectives and Key Results Pitch 145